“‘I am carrying on a great project and cannot go down. Why should the work stop while I leave it and go down to you?’ Four times they sent me the same message, and each time I gave them the same answer” (Nehemiah 6:3-4).

God assigned Nehemiah the task of building the wall around Jerusalem. He was a capable leader who rallied the people to make tremendous strides despite severe opposition. His enemies responded with anger, insults, and threats of violence to impede his progress, but nothing worked. The children of Israel stayed on time and on task. Then his foes thought of a devious plan—invite him to a meeting! Every fundraiser should follow Nehemiah’s time management strategy.

Your Work Matters
Nehemiah realized he was involved in a great project. Israel’s future hinged on his success. Without the wall, the people would be vulnerable to attack. The completed wall would allow people to go about their daily lives to work and worship in peace. Others in your organization might not see your value but your job as a fundraiser is critical to your ministry’s success. Without resources, you won’t be able to provide for those you serve.

Stay Focused
Nehemiah realized unnecessary meetings would distract him, burn time, and prevent him from accomplishing his goal. So, he declined the meeting request, “I cannot come to your meeting. I am involved in a critical job. Why should I leave it and go to your meeting?” Set your priorities and stick to them. If the meeting doesn’t directly relate to bringing in resources, assign someone else. Your primary job is building donor relationships. Stay focused on your task and stay in your lane.

Avoid Unnecessary Meetings
Meetings are a necessary evil of every organization. You will be tempted to accept every meeting request because you want to be a team player. You might even have a special expertise that would add value to a meeting outside your department. Don’t do it. You must graciously decline time and time again. The most effective use of your time is spent identifying, cultivating, and soliciting major donors.

Stay Vigilant
You’ve got to admire Nehemiah’s single-mindedness. They kept asking and asking hoping he would acquiesce, but Nehemiah turned them down every time. Instead of your colleagues asking you to help them accomplish their department goals; turn the tables and ask them to help you raise money. At the end of the fiscal year, you will be evaluated on how much money you raised, not on how many meetings you attended. You can’t avoid every meeting but learn to say “NO!” more often.

Think About This: Elon Musk of Tesla, SpaceX, and Twitter believes meetings “are what happens when people aren’t working.” He has three rules for meetings: (1) No large meetings, (2) No frequent meetings, and (3) Don’t be afraid to leave. “Walk out of a meeting or drop off a call as soon as it is obvious you aren’t adding value. It is not rude to leave, it is rude to make someone stay and waste their time.”

Response: Father, give me wisdom to know how to manage my time well. Help me ignore things that distract me and concentrate on things that matter.

Ron Haas has served the Lord as a pastor, the vice president of advancement of a Bible college, a Christian foundation director, a board member and a fundraising consultant. He’s authored three books: Ask for a Fish – Bold Faith-Based Fundraising, Simply Share – Bold, Grace-Based Giving, and Keep on Asking – Bold, Spirit-Led Fundraising. He regularly presents fundraising workshops at ministry conferences and has written fundraising articles for  Christian Leadership Alliance’s Outcomes magazine.

Then Samuel took a stone and set it up between Mizpah and Shen. He named it Ebenezer, saying, “Thus far the Lord has helped us” (1 Samuel 7:12).

Scripture records many times when God’s people remembered the Lord’s blessing in their lives. Samuel erected a stone to memorialize Israel’s victory over the Philistines. “Ebenezer” means “Thus far has the Lord helped us.” Every time someone walked by the “Stone of Help” they would pause, reflect, and rejoice because the Lord’s great victory. We can learn five important fundraising lessons about celebrating your victories.

Victory
This victory was special (see 1 Sam. 7:7-11). Israel asked Samuel to cry out to the Lord on their behalf. Samuel prayed and the LORD cracked a loud thunder over the Philistines scaring the daylights out of them and giving Israel a resounding victory. There was no question, God showed up in a miraculous way. We should approach our fundraising challenges with the same attitude. We will succeed only if God provides! If you could succeed by yourself, you would take all the credit.

Celebrate
As fundraisers we are so focused on achieving our current and future needs, we sometimes neglect to celebrate how God has already blessed. Our all-consuming goal is the annual operating fund deadline on June 30^th, then on July 1^st we start all over on next year’s budget. We push right through and forget to thank God for his provision. We also forget to celebrate and thank our donors for how God used them to help us. Give your team and your donors a sense of accomplishment.

Remember
How will you remember your donors who helped you accomplish your successful capital campaign? Some create thank you walls listing all the donors who contributed. Others record the list of donors in the annual report or remembrance book. Perhaps you could host a special worship service or celebration banquet. Whatever you do to thank your donors, be sure to reflect all the praise to the Lord. “I am the Lord; that is my name! I will not yield my glory to another” (Isa. 42:8).

Thus Far…
Samuel added “thus far” to his inscription. Just because you celebrate, doesn’t mean you’re finished raising money. You have more spiritual work to do and more lives to change. You will need your donors’ help for the next victory. Don’t short-change your celebration event by launching the next campaign. Be sure to communicate 100% gratitude and 0% ask. There will be plenty of time to cast your next vision.

The Lord
When you celebrate what the Lord has done, you inspire the next generation fundraisers to also walk by faith. “Lord, I have heard of your fame; I stand in awe of your deeds, Lord. Repeat them in our day, in our time make them known” (Hab. 3:2). Just as you have been encouraged by those who’ve gone before you, give those who come behind you something to strive for. God can do it again!

Think About This: Don’t forget, “Every good and perfect gift is from above, coming down from the Father of the heavenly lights” (James 1:17).

Response: Lord, you have graciously provided for us. We give you all the glory for our success!

Ron Haas has served the Lord as a pastor, the vice president of advancement of a Bible college, a Christian foundation director, a board member and a fundraising consultant. He’s authored three books: Ask for a Fish – Bold Faith-Based Fundraising, Simply Share – Bold, Grace-Based Giving, and Keep on Asking – Bold, Spirit-Led Fundraising. He regularly presents fundraising workshops at ministry conferences and has written fundraising articles for  Christian Leadership Alliance’s Outcomes magazine.

So he sent two of his disciples, telling them, “Go into the city, and a man carrying a jar of water will meet you. Follow him. Say to the owner of the house he enters, ‘The Teacher asks: Where is my guest room, where I may eat the Passover with my disciples?’” (Mark 14:13-14).

This curious story from Holy Week feels like a scene from a spy thriller. “You will meet a man wearing a pink carnation. Follow him.” One explanation is Jesus was protecting his disciples by keeping the location of the Last Supper a secret from the Jewish leaders. The disciples obeyed Jesus’ instructions and found everything as he said. This story teaches four fundraising lessons.

Go Meet
Often when we dig into our donor database, we don’t see many wealthy people. One major gift officer lamented, “I would like to find a few donors who have more than two nickels to rub together!” Jesus scheduled his disciples for this unusual divine appointment. The disciples didn’t have to search for the man carrying a jar of water because “he will meet you.” Be aware of every person who comes across your path. The Holy Spirit can lead you to the right person at the right time.

Follow
The nugget in this gospel account is the man carrying the jar of water wasn’t the owner of the house who provided for their needs. He led them to the owner of the house. You may not have many major donors on your list, but perhaps you know someone who can introduce you to high impact donors. Look for connectors who are wired. Always ask, “Who do you know that might be interested in our project?”

The Owner
One important fundraising principle is, “Never take a “no” from someone who can’t give you a “yes.” The servant with the water jar wasn’t the decision-maker, the homeowner was. As you research your potential donors, determine if you’re talking with the right person or if there someone else who will make the final decision. You might be talking with the son, when it’s the father or grandmother who will decide whether to support your ministry and for how much.

Specific Ask
You are not asking for yourself but for your ministry. Give your donors the opportunity to make an eternal difference with their gift. When the disciples asked the owner for help, they framed their request as, “The Teacher asks…” They had a specific request. Asking for a specific amount or a range gives your donor something new to consider. Perhaps you can frame your request like this, “Would you prayerfully consider partnering with us for a gift in the range of _____ to _____?

Think About This: A major gift officer asked a donor to refer someone who might be interested in supporting the ministry. The donor replied, “Our very best friends shared with us last week that they made $300,000 in the stock market.” The gift officer searched the database and found this prospective couple had already given several smaller gifts, so he renewed their relationship. Eventually, this “new” donor gave a $75,000 gift.

Response: Lord, open my eyes to the divine appointments you have scheduled for me.

Ron Haas has served the Lord as a pastor, the vice president of advancement of a Bible college, a Christian foundation director, a board member and a fundraising consultant. He’s authored three books: Ask for a Fish – Bold Faith-Based Fundraising, Simply Share – Bold, Grace-Based Giving, and Keep on Asking – Bold, Spirit-Led Fundraising. He regularly presents fundraising workshops at ministry conferences and has written fundraising articles for  Christian Leadership Alliance’s Outcomes magazine.

“I planted the seed, Apollos watered it, but God has been making it grow” (I Corinthians 3:6).

God uses many gifted individuals to advance his church, each playing a specific role. Paul shared the Gospel calling people to repentance, Apollos grounded new believers in the Word, and God gave the increase. “The man who plants and the man who waters have one purpose, and each will be rewarded according to his own labor” (1 Cor. 3:8). Likewise, successful fundraising requires many individuals contributing their unique talents. Four fundraising applications emerge from this passage.

Plant
A fundraiser’s number one job is planting seeds. Seed corn doesn’t accomplish anything sitting in the sack, you must plant it. Your seed is your compelling case for support. What problem are you trying to solve and how are you trying to solve it? Your case statement should be written with your donors in mind. Share the data for why your project matters and give an emotional appeal for how your ministry partners can make an eternal difference.

Water
Fundraising is a team effort. Your president sets the pace by casting vision and inviting your key major donors to partner with you. Board members represent your ministry to your community and constituency. Your marketing team crafts your message and keeps your website looking sharp. Your staff navigate your database, appeals, receipts, events, and donor communications. And you have the joy of identifying, cultivating, and soliciting major donors. Everyone plays a critical role in creating a culture of philanthropy.

Grow
Everyone wants to receive incredible gifts, but few are willing to invest the time to cultivate them. Tom gave an amazing 8-figure gift to a university in response to a 15-minute phone call. Tom clarified, “It wasn’t the phone call, it was all the time the president and vice president spent with me over months sharing how this project will meet a critical need.” Tom’s fundraising advice, “Cultivate! Cultivate! Cultivate!” Principal gifts develop over time. “First a leaf blade pushes through, then the heads of wheat are formed, and finally the grain ripens” (Mark 4:28). Be like the farmer who “waits for the land to yield its valuable crop” (James 5:7).

God
We focus on our responsibilities of planting and watering, but we can’t overlook God’s part in making seeds germinate and grow. “So neither the one who plants nor the one who waters is anything, but only God, who makes things grow” (1 Cor. 3:7). Since you play a minor role and God plays the primary role in your success, you should spend more time in your staff meetings earnestly seeking him. Elijah prayed again, “and the heavens gave rain, and the earth produced its crops” (James 5:18).

Think About This: A college president gave an elderly donor an engraved Bible for her generous gift. Little did he know it would become one of her prized possessions. Thank God for those who’ve gone before you planting and watering so you can experience the joy of harvesting. What seed will you plant or water today in your donors’ hearts that will yield fruit long after you’re gone?

Response. Father, I praise you for producing fundraising results in our ministry. Please help me faithfully plant and water your seeds.

Ron Haas has served the Lord as a pastor, the vice president of advancement of a Bible college, a Christian foundation director, a board member and a fundraising consultant. He’s authored three books: Ask for a Fish – Bold Faith-Based Fundraising, Simply Share – Bold, Grace-Based Giving, and Keep on Asking – Bold, Spirit-Led Fundraising. He regularly presents fundraising workshops at ministry conferences and has written fundraising articles for  Christian Leadership Alliance’s Outcomes magazine.

Jonathan said to his young armor-bearer, “Come, let’s go over to the outpost of those uncircumcised men. Perhaps the Lord will act in our behalf. Nothing can hinder the Lord from saving, whether by many or by few” (1 Samuel 14:6).

Jonathan was a man of action. He wasn’t content to wait for the Philistines to attack Israel. Instead, he drew the Philistines into a fight, and they took the bait. Jonathan believed God could bring a great victory through his little act of faith. His initiative ignited a battle God used to send the Philistines running for the hills (see 1 Sam. 14:15-23). Four fundraising truths emerge from this passage.

Come, let’s go
Harry Truman said, “Progress occurs when courageous, skillful leaders seize the opportunity to change things for the better.” King Saul was staying on the outskirts of Gibeah under a pomegranate tree waiting for something to happen (see 1 Sam. 14:1). In stark contrast, Jonathan created an opportunity and seized the moment. Do you “make the most of every opportunity” (Col. 4:5). Don’t be the fundraiser sitting under the shade tree, or behind your desk. Be a fundraising leader, grab a team member and say, “Let’s go!”

Perhaps the Lord
Are you a risk-taker when it comes to engaging your donors or do you prefer having every word of your donor meetings highly scripted? Being well-prepared is a great quality, but there’s something to be said for stepping out in faith and trusting God for the results. Jonathan had a simple plan, “If they say, ‘Come up to us’ that will be our sign.” Jonathan had a general idea of what he planned to do, but he trusted God to guide his steps. God can guide your donor conversations as well.

Nothing can hinder the Lord
Intellectually, we know nothing is impossible for God, but we often hesitate when it comes to taking a risk for the Lord. Fear keeps us from picking up the phone and calling a donor to schedule a meeting. If you attempt to fundraise in your own strength, you will fail. But if you rely on the Lord’s strength, he can use your small faith and accomplish amazing things.

Whether few or many
King Asa faced a million member army and cried out, “Lord, there is no one like you to help the powerless against the mighty. Help us, Lord our God, for we rely on you, and in your name we have come against this vast army. Lord, you are our God; do not let mere mortals prevail against you” (2 Chron 14:11). You may be facing incredible odds, but God is looking for people to help (2 Chron. 16:9).

Think About This: Phil was unable to connect with a certain major donor after many unsuccessful attempts. Finally, he decided to text this person he had never met. On the morning he was scheduled to be in the area, the donor texted him back, “Mr. Jones… your text surprises me. I do not know you, but I know of your ministry. I can meet this morning at 9:00 a.m.” Take a fundraising risk!

Response: Father, give me courage to take the initiative. I praise you for acting on our behalf.

Ron Haas has served the Lord as a pastor, the vice president of advancement of a Bible college, a Christian foundation director, a board member and a fundraising consultant. He’s authored three books: Ask for a Fish – Bold Faith-Based Fundraising, Simply Share – Bold, Grace-Based Giving, and Keep on Asking – Bold, Spirit-Led Fundraising. He regularly presents fundraising workshops at ministry conferences and has written fundraising articles for  Christian Leadership Alliance’s Outcomes magazine.

“Now this is our boast: Our conscience testifies that we have conducted ourselves in the world, and especially in our relations with you, with integrity and godly sincerity. We have done so, relying not on worldly wisdom but on God’s grace” (2 Corinthians 1:12).

Warren Buffett said, “It takes 20 years to build a reputation and five minutes to ruin it. If you think about that, you’ll do things differently.” Paul was confident he had not done anything to tarnish his reputation in the eyes of the world and among fellow believers. His life and words matched unlike the Pharisees who did not practice what they preached (see Matt. 23:3). People knew Paul meant what he said and lived what he believed. He demonstrated his sincerity in four ways that apply to fundraising.

Confidence
Integrity is a bedrock principal of fundraising. Donors must have complete confidence that you are doing what you say you do and are wisely using the funds you receive. Accurate donor reports are critical to continued donor engagement. Are your ministry and reports complete and easy to understand? Everything your ministry does either builds trust or erodes it—your communication, your ministry impact, your finances, how you deal with controversies, and even the way you treat your staff. If something is amiss, be sure “your sins will find you out” (Num. 32:23).

Criticism
Paul was very careful in how he handled the funds for the poor in Jerusalem, “We want to avoid any criticism of the way we administer this liberal gift. For we are taking pains to do what is right, not only in the eyes of the Lord but also in the eyes of man” (2 Cor. 8: 20-21). On Ezra’s journey home to Jerusalem, he tasked twelve leading priests to carry 5,400 articles from the Temple plus gifts of gold and silver (see Ezra 8:24-30). When they arrived, “Everything was accounted for by number and weight, and the entire weight was recorded at that time” (Ezra 8:34).

Conscience
Paul had a clear conscience in how “he conducted himself in the world and especially in our relations with you” (2 Cor. 1:12). Sadly, some Christian ministries spend money inappropriately, pay their leadership exorbitant salaries, or keep two sets of books. The world has enough disdain for the church, we must go above and beyond to do what is right. Live so you won’t be ashamed when “what you have whispered in the ear in the inner rooms will be proclaimed from the roofs” (Luke 12:3).

Credibility
Organizational credibility is essential, but your personal reputation is just as important. Paul used the phrases, “integrity, godly sincerity, and not relying on worldly wisdom, but God’s grace.” Do your donors see the fruit of the Spirit in your life every time you meet with them, or do they simply see a professional fundraiser? Do they know you really care about them, or do they sense you only care about their money?

Think About This: Chuck Swindoll noted, “Only you can do the self-exam needed for integrity. No one else knows the truth.”

Response: Lord, help me have personal integrity and help me help our ministry have organizational integrity to do what is right in the eyes of everyone.

Ron Haas has served the Lord as a pastor, the vice president of advancement of a Bible college, a Christian foundation director, a board member and a fundraising consultant. He’s authored three books: Ask for a Fish – Bold Faith-Based Fundraising, Simply Share – Bold, Grace-Based Giving, and Keep on Asking – Bold, Spirit-Led Fundraising. He regularly presents fundraising workshops at ministry conferences and has written fundraising articles for  Christian Leadership Alliance’s Outcomes magazine.

“We do not want you to be uninformed, brothers and sisters, about the troubles we experienced in the province of Asia. We were under great pressure, far beyond our ability to endure, so that we despaired of life itself. Indeed, we felt we had received the sentence of death. But this happened that we might not rely on ourselves but on God, who raises the dead. He has delivered us from such a deadly peril, and he will deliver us again. On him we have set our hope that he will continue to deliver us, as you help us by your prayers. Then many will give thanks on our behalf for the gracious favor granted us in answer to the prayers of many” (2 Corinthians 1:8-11).

Paul’s self-disclosure in his letter teaches us four important truths about donor communication.

Transparency
Would your marketing department post on social media all the troubles you are facing as a ministry? Probably not. We strive to manage our public image to make the best impression possible. Yet, Paul communicated raw, unvarnished reality about his situation. The pressures he faced pushed him far beyond his ability to cope—even to the point of giving up. It’s really refreshing to read how transparent he was about his struggles. Self-disclosure builds deep and trusting donor relationships.

Hope
The beauty of Paul’s communication is he gave God the glory for delivering him time and time again. His trials forced him to rely on God and not himself. When times are good, we tend to trust in ourselves, but when things fall apart, we rush to God to find hope in our time of need. This is true on an individual level and as a ministry. Are you trusting in God for direction through the murky times, or are you relying on your own human understanding? (see Prov. 3:5-6).

Help
Your relationships with donors will become tighter as you share more and more information. Paul draws the Corinthians into his struggles, “as you help us by your prayers.” He considered the Corinthian believers to be partners in his work and wanted them to know everything he was going through. If you simply share general prayer requests, your donors can only pray “bless the missionaries” prayers. But if you share specific needs with urgent deadlines, your donors can wrestle with you in prayer.

Prayer
Your newsletter or website are probably not the right platforms to share intimate requests. Create an insider’s prayer email and invite your key major donors to join in your spiritual battles. Do you ask for prayer or only for money? Paul asked for both. The more fervently someone prays with you, the more generously they will be prompted to give. Then, when God answers, they will give thanks with you because they are your true partners in ministry.

Think About This: Can your donors relate to you? Are you aloof and distant or warm and personal? Sharing your struggles and your joys will draw your donors closer to your heart.

Response: Lord, thank you for giving me hope through our trials. Help me learn to trust in you and not my own ability. Thank you for our ministry partners who walk with us in tough times.

Ron Haas has served the Lord as a pastor, the vice president of advancement of a Bible college, a Christian foundation director, a board member and a fundraising consultant. He’s authored three books: Ask for a Fish – Bold Faith-Based Fundraising, Simply Share – Bold, Grace-Based Giving, and Keep on Asking – Bold, Spirit-Led Fundraising. He regularly presents fundraising workshops at ministry conferences and has written fundraising articles for  Christian Leadership Alliance’s Outcomes magazine.

Ron Haas has served the Lord as a pastor, the vice president of advancement of a Bible college, a Christian foundation director, a board member and a fundraising consultant. He’s authored three books: Ask for a Fish – Bold Faith-Based Fundraising, Simply Share – Bold, Grace-Based Giving, and Keep on Asking – Bold, Spirit-Led Fundraising. He regularly presents fundraising workshops at ministry conferences and has written fundraising articles for  Christian Leadership Alliance’s Outcomes magazine.

Suppose one of you goes to a friend in the middle of the night and says, “Let me borrow three loaves of bread. A friend of mine has dropped in, and I don’t have a thing for him to eat.” And suppose your friend answers, “Don’t bother me! The door is bolted, and my children and I are in bed. I cannot get up and give you something.” He may not get up and give you the bread, just because you are his friend. But he will get up and give you as much as you need, simply because you are not ashamed to keep on asking Luke 11:5-8 (CEV).

Jesus taught this parable to teach his disciples to pray boldly. This passage also reveals four lessons about fundraising.

Our friend was asking to meet an urgent need.
What was so urgent that couldn’t wait until morning? Perhaps his visitor hadn’t eaten in days or had small children who were crying from hunger. Whatever the situation, our friend asked his friend because he couldn’t solve the problem by himself. You probably can’t write a personal check to accomplish all your ministry goals. What essential programs won’t be accomplished without help? Why should a donor make a significant gift to your ministry now? How desperate are you?

Our friend turned to his friend for help.
He didn’t approach a total stranger; he went to the person with whom he had cultivated a close relationship. People give to people they know and trust. A generous donor has a vision to develop hospitals in third world countries and made this interesting comment, “I don’t have enough money to build these by myself, so I have to ask my friends for help.” Sometimes we dream about gifts coming from people we’ve never met, but we must ask those who know and appreciate our ministry.

His friend wasn’t interested in helping.
The friend had many excuses. “The door is already locked, and my children and I are in bed. I can’t get up and give you anything.” Notice that he didn’t say, “I don’t have anything to give you.” He had the capacity to give; he just wasn’t motivated. It wasn’t a matter of “I can’t” but “I don’t want to.” That didn’t deter our friend, and it shouldn’t slow you down, either. You can’t make anyone give, but you can pray boldly that God would compel them.

His friend finally gave only because our friend kept asking.
His friend didn’t give just because he was a friend, which goes against all we know about friendship fundraising. “He may not get up and give you the bread, just because you are his friend. But he will get up and give you as much as you need, simply because you are not ashamed to keep on asking” (Luke 11:8 CEV). Asking is the key. Friendship might get you in the door but asking gets a gift. One of the most admirable qualities for a fundraiser is persistence.

Think About This: Yes, some are prompted to give on their own, but others need encouragement. Keep praying boldly! Keep asking boldly!

Response: Father, please help me boldly ask everyone I know for a generous gift to meet urgent needs.

Ron Haas has served the Lord as a pastor, the vice president of advancement of a Bible college, a Christian foundation director, a board member and a fundraising consultant. He’s authored three books: Ask for a Fish – Bold Faith-Based Fundraising, Simply Share – Bold, Grace-Based Giving, and Keep on Asking – Bold, Spirit-Led Fundraising. He regularly presents fundraising workshops at ministry conferences and has written fundraising articles for  Christian Leadership Alliance’s Outcomes magazine.